人保财险黑龙江分公司销售人员管理研究

发布时间：2019-05-05 05:54

【摘要】：人保财险黑龙江分公司在黑龙江保险市场是历史最悠久、规模最大的财产保险公司。在六十多年的发展中，通过为广大客户和经济社会发展服务，创造了行业第一的市场地位。但近几年，省内财险市场竞争加剧，市场主体快速增加，作为龙江财险市场份额第一的保险公司，在众多市场主体的围攻下，面临更多地挑战和困难。提升财险公司自身优势的有效途径之一就是加强销售人员管理，怎样能够在应对外部环境的同时，弥补内部自身不足，加强销售人员管理以提升企业销售产能，，巩固和强化市场地位，对人保财险黑龙江分公司至关重要。本文根据销售渠道和人力资源管理的相关理论，首先运用宏观环境分析方法，对人保财险黑龙江分公司所处的宏观环境进行了系统地分析。然后运用波特五力模型对黑龙江财产保险行业竞争环境进行了全面的分析，总结了外部机会与威胁。其次，通过对公司行业地位和销售人员管理现状的分析，查找出销售人员管理存在的问题，对人保财险黑龙江分公司销售人员管理进行了系统地研究。在此基础上提出，为提高人保财险黑龙江分公司的销售产能和在市场上的竞争力，进而在激烈地市场竞争中继续保持领先地位，公司应实行销售人员管理改革，并拟定了具体的改革措施。最后，本文论述了实施销售人员管理改革的措施，包括实施渠道清分、理清业务来源，优化组织架构、深化专管专营，实施人员调配、整合业务资源，完善职级体系、规划职业生涯，强化绩效考核、实施目标管理，完善激励体系、规范薪酬管理等内容。
[Abstract]:PICC Heilongjiang Branch is the oldest and largest property insurance company in Heilongjiang insurance market. In more than 60 years of development, through the general customer and economic and social development service, created the industry first market position. However, in recent years, the competition in the property insurance market in the province has intensified and the main body of the market has increased rapidly. As the first insurance company in Longjiang property insurance market share, the insurance company is facing more challenges and difficulties under the siege of many market subjects. One of the effective ways to enhance the property insurance company's own advantage is to strengthen the sales personnel management, how to deal with the external environment, make up for the internal deficiencies, strengthen the sales staff management to enhance the sales capacity of the enterprise. Consolidate and strengthen the market position, to the people's Insurance Heilongjiang Branch of property insurance is essential. Based on the theory of sales channel and human resource management, this paper firstly analyzes the macro environment of PICC Heilongjiang Branch by using macro-environment analysis method. Then, the competition environment of Heilongjiang property insurance industry is analyzed comprehensively by using Porter five-force model, and the external opportunities and threats are summarized. Secondly, through the analysis of the company's position in the industry and the current situation of the sales staff management, the author finds out the problems existing in the sales staff management, and makes a systematic study on the sales personnel management in Heilongjiang Branch of PICC property Insurance. On this basis, it is proposed that in order to improve the sales capacity and market competitiveness of PICC Heilongjiang Branch, and then continue to maintain a leading position in the fierce market competition, the company should carry out the sales personnel management reform. Concrete reform measures have been drawn up. Finally, this paper discusses the measures to implement the management reform of sales personnel, including the implementation of channel separation, clarification of business sources, optimization of the organizational structure, deepening of exclusive management and franchise, implementation of personnel deployment, integration of business resources, and improvement of the grade system. Planning career, strengthening performance appraisal, implementing target management, perfecting incentive system, standardizing salary management and so on.
【学位授予单位】：哈尔滨工业大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F842.3;F272.92

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